Key Account Manager – Institutional Sales

About the role

The Key Account Manager will play a pivotal role in expanding our vaccine institution business, supporting healthcare providers and systems with clinical information, training, and resources. You will be responsible for driving new business opportunities, managing tender processes, and building strong relationships with institutional stakeholders to increase product adoption.

Key responsibilities

• Drive opening of new business avenues for the vaccine institution business through analysis and profiling of potential institutions.
• Liaise with heads of departments, medical superintendents, purchase committees and drug committees to secure inclusion of company products in institutional pharmacopeias.
• Respond to institutional tenders, coordinate technical bids with regulatory, supply chain and finance teams, and prepare quotations based on market research.
• Develop relationships with institutional stakeholders to generate demand, obtain budget allocations and influence procurement clauses.
• Support the sales team in enhancing interactions with key opinion leaders and distributors, and negotiate terms for bulk orders.

Required profile

• Proven experience in institutional or pharmaceutical sales, preferably within vaccine or healthcare products.
• Strong understanding of tender processes and ability to coordinate cross‑functional bid teams.
• Excellent relationship‑building skills with hospital decision‑makers and procurement committees.
• Ability to analyse market data and generate demand for targeted therapy areas.

Required skills